WORKWEEK

The perfect story for this week’s newsletter came from my last job and a vast deal we worked on. This deal was big and messy, and we knew we needed an edge, something to put it over the top.

Faced with a complex deal that demanded a more profound understanding, we turned to an often-overlooked ally within our organization: a true insider and the best person for the job. 

A member of the team who built the product we were selling, a member of our product team. 

This wasn’t just about having an extra person in the room; it was about bringing a deeply rooted perspective in the product and using that knowledge throughout the sales process.

Bridging Gaps, Building Wins: Our Strategy in Action

1. Engaging Product Specialists in Sales Meetings:
   We didn’t just invite a product team member to sales discussions; we made them an integral part. Their role was to provide in-depth insights into our product’s evolution and roadmap.
   
2. Direct Involvement in Customer Conversations:
   During critical client meetings, our product specialist wasn’t just a bystander. They actively contributed, especially on technical aspects and future product developments, offering a level of detail that enriched the conversation.
   
3. Tailored Roadmap Presentations:
   We organized bespoke sessions where our product expert outlined a future vision tailored to the client’s goals, showing how our product’s trajectory aligned with their long-term objectives.

This approach showcased our commitment to the client’s success and demonstrated a deep, holistic understanding of the product, significantly accelerating the deal.

The impact? We closed the deal a quarter earlier than expected. 

The Takeaway

Integrating product expertise into sales isn’t just about adding more voices; it’s about enriching the conversation with depth and authenticity. 

This approach closes the gap between departments and presents a unified, knowledgeable front to clients, building trust and speeding up the sales process. The synergy between sales and product expertise can be a game-changer.